Imagine if your sales manager came in tomorrow and announced your team was going old school. No more sales process — now, everyone will be on their own. No more collaboration — going forward, every salesperson will do their own prospecting, qualifying, demoing, and closing. No more tools — unless you count phones.

You’d probably be horrified. As this infographic from DocSend illustrates, selling has come a long way in the past couple decades. There’s no way a modern sales team could cut it using techniques from 20 or 30 years ago.

To see the many (many) ways sales has transformed since your grandparents’ time, check out the infographic below.